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Course Criteria
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3.00 Credits
Study of the Internet as a means of marketing products and services to both consumer and organizational markets. Focuses on differences and similarities of Internet marketing versus traditional marketing methods, examines problems and opportunities regarding online marketing, and addresses current online technology associated with the Internet-based marketing environment. Prerequisite: MKG 300.
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3.00 Credits
Examines the process of developing and managing products and brands as part of the organization’s marketing strategy. Possible topics are designing new products, competitive positioning, creating and maintaining strong brand identities, and enhancing brand equity. Prerequisite: MKG 300.
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3.00 Credits
Study of marketing channels in the distribution strategy for products and services to both consumer and organizational markets. Emphasis on understanding the nature of channel functions, institutions (wholesaling, retailing, and facilitating), design issues, conflict and control issues, managing channel relationships, and impact of new technologies. Prerequisite: MKG 300.
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3.00 Credits
Uses discussion, cases, and problems to give experience in making decisions on a firm’s promotional mix, and creating and presenting integrated promotional campaigns. Focuses on promotional research; market analysis; campaign, creative and media strategy; budget allocation; creative campaign design; and media selection and scheduling. Prerequisite: MKG 300, 320 or JOURN 250.
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3.00 Credits
Introduces advanced topics in professional selling. Emphasis on relationship management and negotiation. Each student will work with a sales coach from industry. Multiple video-taped role playing will be a major part of this class including a video-taped role play in the field. Prerequisite: MKG 300, 325; permission of the department chairperson.
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3.00 Credits
Policies and practices in organizing, recruiting, selecting, training, compensating, motivating, and controlling the sales force. Prerequisite: MKG 300, 325.
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3.00 Credits
Explores computer and communication technologies as they apply to business-to-business selling and sales management. Content focuses on using technology to improve customer relationship management (CRM) and sales performance. Topics include technology as it applies to: the sales process, CRM, time and territory management, forecasting, and sales presentations. Prerequisite: MKG 300, 325.
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3.00 Credits
Examines the diversity and dynamism of the retail industry and its strategies for success. Topics include retail market segmentation and positioning, strategies used to promote retail brand image, techniques used to select store sites, strategies to create market entry, and other competitive strategies. Prerequisite: MKG 300.
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3.00 Credits
Focuses on strategic perspectives and processes for managing activities to optimize the effectiveness and efficiency of the supply system. Topics include logistics network configuration, inventory management/risk-pooling, information value, supply chain design and integration, strategic alliances, outsourcing, international issues, customer value, and information technology. Prerequisite: MKG 300.
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3.00 Credits
Examines the opportunities and problems associated with conducting business on a global scale. Focuses on the knowledge and skills needed for identifying, evaluating, and managing international marketing functions. Studies are introduced to the economic, socio-cultural, financial, and legal-political factors affecting international marketing. Prerequisite: MKG 300.
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